Access the full text.
Sign up today, get DeepDyve free for 14 days.
Tomi Adejorooluwa, Qijun Liu (2018)
Consumer Perception of Product Quality and the Country-of-Origin EffectDeveloping Country Studies, 8
(2017)
2017 Cross-Platform future in focus
Karen McGowan, B. Sternquist (1998)
Dimensions of Price as a Marketing Universal: A Comparison of Japanese and U.S. ConsumersJournal of International Marketing, 6
G. Dowling (2006)
Communicating Corporate Reputation through StoriesCalifornia Management Review, 49
Robert Mckee (2003)
Storytelling that moves people. A conversation with screenwriting coach Robert McKee.Harvard business review, 81 6
(2016)
The next world: how millennials will shape retail
Kimberly Elsbach (2006)
Organizational Perception Management
M. Fishbein, I. Ajzen (1977)
Belief, Attitude, Intention, and Behavior: An Introduction to Theory and ResearchContemporary Sociology, 6
K. Morrison (2015)
91% of retail brands use two or more social media channels
Courtney Dillard, L. Browning, S. Sitkin, K. Sutcliffe (2000)
Impression management and the use of procedures at the Ritz‐Carlton: Moral standards and dramaturgical disciplineCommunication Studies, 51
G. Elliott, R. Cameron (1994)
Consumer Perception of Product Quality and the Country-of-Origin Effect1Journal of International Marketing, 2
B. Schlenker (1980)
Impression Management: The Self-Concept, Social Identity, and Interpersonal Relations
S. Jin (2009)
The Roles of Modality Richness and Involvement in Shopping Behavior in 3D Virtual StoresJournal of Interactive Marketing, 23
P. Podsakoff, D. Organ (1986)
Self-Reports in Organizational Research: Problems and ProspectsJournal of Management, 12
Richard Flight, Kesha Coker (2016)
Brand constellations: reflections of the emotional selfJournal of Product & Brand Management, 25
Xia Wang, Chunling Yu, Yujie Wei (2012)
Social Media Peer Communication and Impacts on Purchase Intentions: A Consumer Socialization FrameworkJournal of Interactive Marketing, 26
I. Ajzen (1988)
Attitudes, Personality and Behavior
M. Bolino (1999)
Citizenship and Impression Management: Good Soldiers or Good Actors?Academy of Management Review, 24
K. McSpadden (2015)
You now have a shorter attention span than a goldfish
Robert O’Brien (2007)
A Caution Regarding Rules of Thumb for Variance Inflation FactorsQuality & Quantity, 41
B. Englis, M. Solomon (1996)
Using consumption constellations to develop integrated communications strategiesJournal of Business Research, 37
Sadrudin Ahmed, A. d’Astous (2004)
Perceptions of countries as producers of consumer goodsJournal of Fashion Marketing and Management, 8
Dhruv Grewal, Anne Roggeveen, L. Compeau, Michael Levy (2011)
Evolving pricing practices: the role of new business modelsJournal of Product & Brand Management, 20
Kristopher Preacher, A. Hayes (2004)
SPSS and SAS procedures for estimating indirect effects in simple mediation modelsBehavior Research Methods, Instruments, & Computers, 36
Chu‐Mei Liu (2002)
The effects of promotional activities on brand decision in the cellular telephone industryJournal of Product & Brand Management, 11
Amiso George (2000)
The New Public Relations: Integrating Marketing and Public Relations Strategies for Student Recruitment and Institutional Image Building–A Case Study of the University of Texas at San AntonioJournal of Nonprofit & Public Sector Marketing, 7
Nathalia Purnawirawan, Patrick Pelsmacker, N. Dens (2012)
Balance and Sequence in Online Reviews: How Perceived Usefulness Affects Attitudes and IntentionsJournal of Interactive Marketing, 26
W. Tafesse (2016)
An experiential model of consumer engagement in social mediaJournal of Product & Brand Management, 25
Yi He, Qimei Chen, D. Alden (2012)
Consumption in the public eye: The influence of social presence on service experienceJournal of Business Research, 65
E. Goffman (2006)
Presentation of Self
B. Ghodeswar (2008)
Building brand identity in competitive markets: a conceptual modelJournal of Product & Brand Management, 17
L. Stein (2016)
In the future of advertising, attention is the new currency
Harvard Business Review, 81
Kristopher Preacher, A. Hayes (2008)
Asymptotic and resampling strategies for assessing and comparing indirect effects in multiple mediator modelsBehavior Research Methods, 40
I. Maignan, O. Ferrell, L. Ferrell (2005)
A stakeholder model for implementing social responsibility in marketingEuropean Journal of Marketing, 39
A. Drory, Nurit Zaidman (2007)
Impression management behavior: effects of the organizational systemJournal of Managerial Psychology, 22
Gabriele Paolacci, Jesse Chandler, Panagiotis Ipeirotis (2010)
Running Experiments on Amazon Mechanical TurkBehavioral & Experimental Economics eJournal
Kimberly Elsbach, R. Sutton, K. Principe (1998)
Averting Expected Challenges Through Anticipatory Impression Management: a Study of Hospital BillingOrganization Science, 9
Fred Davis (1989)
Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information TechnologyMIS Q., 13
Christopher Lawer, S. Knox (2006)
Customer advocacy and brand developmentJournal of Product & Brand Management, 15
K. Bhasin (2012)
13 epic twitter fails by big brands
S. Ogden, J. Clarke (2005)
Customer disclosures, impression management and the construction of legitimacy: Corporate reports in the UK privatised water industryAccounting, Auditing & Accountability Journal, 18
J. Tedeschi, Marc Riess (1981)
1 – Identities, the Phenomenal Self, and Laboratory Research
Ahmed Mohamed, W. Gardner, J. Paolillo (1999)
A Taxonomy of Organizational Impression Management TacticsAdvances in Competitiveness Research, 7
Ken Macher (1986)
The Politics of Organizations.The Personnel journal, 65
M. Seraj (2012)
We Create, We Connect, We Respect, Therefore We Are: Intellectual, Social, and Cultural Value in Online CommunitiesJournal of Interactive Marketing, 26
R. Abratt, Nicola Kleyn (2012)
Corporate identity, corporate branding and corporate reputations: Reconciliation and integrationEuropean Journal of Marketing, 46
L. Hollebeek, M. Glynn, R. Brodie (2014)
Consumer Brand Engagement in Social Media: Conceptualization, Scale Development and ValidationJournal of Interactive Marketing, 28
M. Laroche, Roy Toffoli, Q. Zhang, F. Pons (2001)
A cross-cultural study of the persuasive effect of fear appeal messages in cigarette advertising: China and CanadaInternational Journal of Advertising, 20
S. Gensler, F. Völckner, Y. Liu-Thompkins, C. Wiertz (2013)
Managing Brands in the Social Media EnvironmentJournal of Interactive Marketing, 27
Andrew Smith, Eileen Fischer, Yongjian Chen (2012)
How Does Brand-related User-generated Content Differ across YouTube, Facebook, and Twitter?Journal of Interactive Marketing, 26
Organizational Behavior and Human Decision Processes, 50
Lauren Labrecque (2014)
Fostering Consumer–Brand Relationships in Social Media Environments: The Role of Parasocial InteractionJournal of Interactive Marketing, 28
Li-tze Hu, P. Bentler (1999)
Cutoff criteria for fit indexes in covariance structure analysis : Conventional criteria versus new alternativesStructural Equation Modeling, 6
(2003)
How do brands create value?
M. Lindell, D. Whitney (2001)
Accounting for common method variance in cross-sectional research designs.The Journal of applied psychology, 86 1
Dara Schniederjans, Edita Cao, M. Schniederjans (2013)
Enhancing financial performance with social media: An impression management perspectiveDecis. Support Syst., 55
Bruno Godey, D. Pederzoli, Gaetano Aiello, Raffaele Donvito, Klaus-Peter Wiedmann, Nadine Hennigs (2013)
A cross‐cultural exploratory content analysis of the perception of luxury from six countriesJournal of Product & Brand Management, 22
Ulf Aagerup, Jonas Nilsson (2016)
Green consumer behavior: being good or seeming good?Journal of Product & Brand Management, 25
D. Iacobucci, Neela Saldanha, Xiaoyang Deng (2007)
A Meditation on Mediation: Evidence that Structural Equations Models Perform Better than Regressions
R. Baron, D. Kenny (1986)
The moderator-mediator variable distinction in social psychological research: conceptual, strategic, and statistical considerations.Journal of personality and social psychology, 51 6
L. Chang (2015)
Americans spend an alarming amount of time checking social media on their phones
V. Venkatesh, Fred Davis (1996)
A Model of the Antecedents of Perceived Ease of Use: Development and Test†Decision Sciences, 27
G. Gereffi (1999)
International trade and industrial upgrading in the apparel commodity chainJournal of International Economics, 48
C. Connolly-Ahern, S. Broadway (2007)
The importance of appearing competent: An analysis of corporate impression management strategies on the World Wide WebPublic Relations Review, 33
Mike Proulx, Stacey Shepatin (2012)
Social TV: How Marketers Can Reach and Engage Audiences by Connecting Television to the Web, Social Media, and Mobile
P. Podsakoff, Scott MacKenzie, Jeong-Yeon Lee, Nathan Podsakoff (2003)
Common method biases in behavioral research: a critical review of the literature and recommended remedies.The Journal of applied psychology, 88 5
A. Kumar, Hyun-Joo Lee, Youn-Kyung Kim (2009)
Indian consumers' purchase intention toward a United States versus local brandJournal of Business Research, 62
Sara Spear, S. Roper (2013)
Using corporate stories to build the corporate brand: an impression management perspectiveJournal of Product & Brand Management, 22
B. Ven (2008)
An Ethical Framework for the Marketing of Corporate Social ResponsibilityJournal of Business Ethics, 82
Keith Perks, Francisca Farache, Paurav Shukla, Aidan Berry (2013)
Communicating responsibility-practicing irresponsibility in CSR advertisementsJournal of Business Research, 66
H. Parsa, Kenneth Lord, S. Putrevu, Jeffery Kreeger (2015)
Corporate social and environmental responsibility in services: Will consumers pay for it?Journal of Retailing and Consumer Services, 22
M. Bolino, K. Kacmar, W. Turnley, J. Gilstrap (2008)
A Multi-Level Review of Impression Management Motives and BehaviorsJournal of Management, 34
Barry Babin, D. Hardesty, Tracy Suter (2003)
Color and shopping intentions: The intervening effect of price fairness and perceived affectJournal of Business Research, 56
James Agarwal, N. Malhotra (2005)
An integrated model of attitude and affect: Theoretical foundation and an empirical investigationJournal of Business Research, 58
C. Fornell, D. Larcker (1981)
Evaluating Structural Equation Models with Unobservable Variables and Measurement ErrorJournal of Marketing Research, 18
Angella Kim, E. Ko (2010)
Impacts of Luxury Fashion Brand’s Social Media Marketing on Customer Relationship and Purchase IntentionJournal of Global Fashion Marketing, 1
Devon Johnson (2007)
Achieving customer value from electronic channels through identity commitment, calculative commitment, and trust in technologyJournal of Interactive Marketing, 21
R. Bagozzi, H. Baumgartner, Youjae Yi (1992)
State versus Action Orientation and the Theory of Reasoned Action: An Application to Coupon UsageJournal of Consumer Research, 18
E. Carmines, R. Zeller (1979)
Reliability and Validity Assessment
J. Hair (1972)
Multivariate data analysisInternational Statistical Review, 40
Mikko Rönkkö, J. Ylitalo (2011)
PLS marker variable approach to diagnosing and controlling for method variance
P. Pavlou, Mendel Fygenson (2006)
Understanding and Predicting Electronic Commerce Adoption: An Extension of the Theory of Planned Behavior
B. Ataman, Burç Ülengin (2003)
A note on the effect of brand image on salesJournal of Product & Brand Management, 12
Donald Conlon, N. Murray (1996)
Customer Perceptions of Corporate Responses to Product Complaints: The Role of ExplanationsAcademy of Management Journal, 39
J. Hulland (1999)
Use of partial least squares (PLS) in strategic management research: a review of four recent studiesStrategic Management Journal, 20
Yiannis Gabriel (2000)
Storytelling in Organizations: Facts, Fictions, and FantasiesOUP Catalogue
Michael Buhrmester, T. Kwang, S. Gosling (2011)
Amazon's Mechanical TurkPerspectives on Psychological Science, 6
Michael Latour, Shakeri Zahra (1988)
FEAR APPEALS AS ADVERTISING STRATEGY: SHOULD THEY BE USED?Journal of Services Marketing, 2
Daniele Scarpi (2012)
Work and Fun on the Internet: The Effects of Utilitarianism and Hedonism OnlineJournal of Interactive Marketing, 26
H. Hu, H. Parsa (2011)
Self‐monitoring, dining companions and the usage of alternative currenciesJournal of Product & Brand Management, 20
A. Sargeant, J. Hudson, D. West (2008)
Conceptualizing brand values in the charity sector: the relationship between sector, cause and organizationThe Service Industries Journal, 28
G. Noort, P. Kerkhof, B. Fennis (2008)
The persuasiveness of online safety cues: The impact of prevention focus compatibility of Web content on consumers’ risk perceptions, attitudes, and intentionsJournal of Interactive Marketing, 22
James Agarwal, N. Malhotra (2005)
An integrated model of attitude and affectJournal of Business Research, 58
J. Armstrong, Terry Overton (1977)
Estimating Nonresponse Bias in Mail SurveysJournal of Marketing Research, 14
R. Bagozzi, Youjae Yi (1988)
On the evaluation of structural equation modelsJournal of the Academy of Marketing Science, 16
Marius Claudy, M. Peterson, Aidan O'driscoll (2013)
Understanding the Attitude-Behavior Gap for Renewable Energy Systems Using Behavioral Reasoning TheoryJournal of Macromarketing, 33
N. Srivoravilai, Dhurakij Pundit, Martin Liu, N. Yannopoulou (2011)
Value marketing through corporate reputation: An empirical investigation of Thai hospitalsJournal of Marketing Management, 27
Andrea Pérez, I. Bosque (2012)
The Role of CSR in the Corporate Identity of Banking Service ProvidersJournal of Business Ethics, 108
Blair Sheppard, J. Hartwick, P. Warshaw (1988)
The Theory of Reasoned Action: A Meta-Analysis of Past Research with Recommendations for Modifications and Future ResearchJournal of Consumer Research, 15
As organizations increasingly engage with consumers over mobile devices, there is a growing need to understand how consumers react to impression management over platforms with limited textual content. The purpose of this paper is to empirically assess how different impression management tactics can be used in mobile media to enhance consumer perception-attitude-intentions toward a corporate brand.Design/methodology/approachWe surveyed 670 consumers and estimate structural equation models and repeated-measures ANOVAs to determine how short passages employing alternate impression management tactics influence consumers’ perceptions, attitudes and purchase intentions.FindingsResults reveal that each impressions management tactic (i.e. ingratiation, intimidation, organizational promotion, supplication and exemplification) influences consumer perceptions, attitudes and intentions. The authors compare differences in how the impressions management tactics influence each stage of the perception-attitude-intentions model and find evidence that initial differences in perceptions favoring ingratiation and exemplification appeals become magnified for purchase intentions.Research limitations/implicationsRecent calls for research focus on an understanding of how consumers process information on reduced-content platforms of small-screened mobile devices. These results provide empirical evidence of the use of impression management and the difference between five impression management tactics on enhancing consumer perception-attitude-intentions model.Practical implicationsThe results of this study will provide marketers with insights to optimize communications and corporate brands with consumers over mobile media.Originality/valueThis paper adds to the nascent yet vital literature on mobile marketing by focusing on how impression management tactics influence perceptions, attitudes and intentions through the short message characteristic of mobile platforms. The authors develop a framework for how corporate brand management can strategically use impressions management tactics in this novel domain.
Journal of Product & Brand Management – Emerald Publishing
Published: Nov 22, 2018
Keywords: Impression management; Consumer attitude; Mobile media
Read and print from thousands of top scholarly journals.
Already have an account? Log in
Bookmark this article. You can see your Bookmarks on your DeepDyve Library.
To save an article, log in first, or sign up for a DeepDyve account if you don’t already have one.
Copy and paste the desired citation format or use the link below to download a file formatted for EndNote
Access the full text.
Sign up today, get DeepDyve free for 14 days.
All DeepDyve websites use cookies to improve your online experience. They were placed on your computer when you launched this website. You can change your cookie settings through your browser.